Last week I had a terrific networking lunch with a great guy named Rob Oliver who works for ADP. Rob knows the value of being persistent. After two failed attempts at getting together, we both persevered until our face-to-face meeting materialized and… voilà…value was created for both of us. Third time’s a charm!
First time
Truth be told, Rob is not only persistent, he is also forgiving. On our first appointment, I accidentally did a “no show” on him, completely forgetting that we had lunch scheduled. It was like calendar dyslexia, where you actually don’t see what is written down and go about your merry way, unaware that someone important is sitting at the appointed place, waiting for you. I have done this dreadful deed twice in eight years. The first person never gave me a second chance (understandably), but thankfully, Rob is more forgiving.
Second time
The second time we were scheduled for lunch (some 3 weeks later), Rob had to call and cancel because his young kids were sick. He indicated that he still wanted to get together, but the holidays were approaching and I knew our calendar availability would be slim to none. I also worried that I would forget to reschedule and that he would forget me.
As a memory aid, I kept Rob’s business card on my desktop for about two months. I looked at it daily. I moved it around my desk, touching it periodically. Rob stayed visible to me. That’s one of the benefits of the good old-fashioned business card!
Third time’s a charm
Before the New Year got away from me, I made a concerted effort to re-engage with Rob. To save time in scheduling, I offered him three dates/times when I could meet him for lunch. We had already picked out the restaurant, close to his workplace. Once again, I reminded him that I was buying lunch. He responded by email and we were booked for a networking lunch.
I programmed two reminders for myself on email: one reminder the day before and a second reminder two hours before the lunch. I sent Rob a reminder email the morning of our lunch. I had given considerable thought to what I wanted to get out of this networking opportunity- one that I had worked so long to create. I prepared a little folder of information on my products and services, and brought him an autographed copy of my book. I was packed, prepared and ready for this networking meeting.
The last thing I did to ensure success was to arrive early at the restaurant and secure a table for us.
Persistence pays off
We met. We shared. We connected. There are definitely opportunities (direct and indirect) to help each other in business.This was a fruitful networking meeting and one that we were both pleased had finally happened. We had created it through our persistence, patience and a little bit of forgiveness too.
Be a visible irritant
No one likes to be a pest, but persistence is a positive trait that will help you reach your career, business and life goals. Interestingly, the synonyms for the adjective “persistent” include: tenacious, stubborn, steady, dogged, patient. While you don’t want to be like that irritating person who just won’t go away or “get the message” that you don’t want to be involved, you do want to take an active stance and be persistent in serving others.
One of the thought-leaders whom I follow is Jill Konrath author of SNAP Selling and Selling to Big Companies. She is an expert in the sales process, but her work and techniques have even broader application. She advises us to “be prepared and persistent, but not passive.” In fact, Jill suggests that it is our responsibility to keep bugging them. She says “It’s okay to be a visible irritant.”
Watch this video to get a flavor for Jill’s philosophy on being persistent in sales and how it actually helps your prospects:
What would you do in these situations?
Here are a few situations that you might have encountered in the past. What actions did you or could you take to be persistent and get what you need?
- If you are looking for a job and you’ve submitted an application online, but haven’t heard anything back from the employer:
- Most on-line job applications have a “we’ll call you if were interested” policy. If you are really HOT for this job, use your network to reach out to people who work for this company or know others who work for this company. Provide them with the exact job specification (job # and/or web link) and ask them to help you get in front of the hiring manager/decision maker. You are not asking “get me this job”, but rather, “help me get a shot at this job by securing an interview.” Your online application may have gotten lost in the black hole of email or lost amongst the 1000+ other applications vying for the same open position. Don’t be passive. Use multiple channels of influence to make yourself visible to this hiring company. Use your network and be persistent.
- If you’ve had a telephone interview with HR, and you’re anxious to get a face-to-face interview:
- Don’t upset the internal recruiter by calling everyday demanding answers. Instead, show some class by sending a handwritten thank you note to her. Show patience and confidence by providing her with examples of your genuine interest in her company and the post. If you were savvy enough to get her full name and contact details, you could send her a LinkedIn invitation (including a personal message of thanks). If you listened to her carefully during your call, you will have picked up something that you can help her with. Check back with her weekly to see how she is progressing on the position and if she needs any more information from you. Be patient with her because if she’s like the recruiters that I know, she is handling 20-50 open jobs at any given time. She may be overwhelmed. At the same time that you are following up with her, find someone in your network who can put in a good word for you with her and/or at the company. Use your network and be persistent.
- If you need something from your boss to get your job done so you can meet your deadline, but he’s tied up in meetings all day:
- Here’s where the art of effective nudging comes in handy. Your boss wants to help you but may be overwhelmed or distracted. Be very clear about what you need from him. If it is just a signature, put one of those 3M sticky notes that says “Sign Here” on the document. If he has an executive assistant, work with that person to get your materials in front of your boss. Make the process clear and simple and make sure he knows what’s in it for him (the WIIFM factor). If you really need to get his attention, do something creative such as provide a Staples’ Easy button or food enticement (cookie, coffee, or piece of chocolate) along with your request. When all else fails, buy your boss lunch and do the business over a meal. He’s got to eat sometime!
- If you have a hot prospect, who has a need that you can fulfill and who has expressed interest in learning more about your offering, but they are too busy right now to meet with you:
- Be patient and persistent. Look for ways to stay “front of mind” with the prospect in a value-added way (e.g., offer connections, send articles that could help them, offer up other ideas/resources). Put this prospect on your tickler list and proactively reach out every 2-3 weeks. Use multiple communication channels to stay in touch with them. Your success will be in your timing. Persistence will ensure you are in the consideration set when the time is right for the client. Need more help, read Jill Konrath’s book SNAP Selling.
- What other situations have you encountered where your persistence has paid off? Share them on my Facebook page – Networking Ahead for Business.
Your Networking Goal for the Week
This is the week for courage. Even though everything in your body and mind tells you to wait and be patient, don’t listen. Be bold and exercise your persistence muscles. Pick up the telephone and call the one involved (prospect, client, recruiter, your boss, a date). Be as proactive as you possibly can be..and then some. Identify what outcome you want from this person: a meeting, a sign off, a connection, an interview, etc. Confidently and clearly state what it is you are after. Listen and respond to their needs respectfully. Be the one to initiate and lead…persistently.
